Photo courtesy of Keith Rosser, Landscape Lighting Pro of Utah

 

Tips on Selling Landscape Lighting

 

 

     Good selling tips can be the key to making profits in landscape lighting sales. A contractor can be the best designer, installer, or teacher of Landscape Lighting, but as selling guru Zig Ziggler says "If we can't sell, our kids will always be skinny." This newsletter is designed to give you more confidence on selling landscape lighting.

 

     When you receive a call from a perspective lighting client, treat it with the utmost urgency. There is a window of emotional excitement attached when a client calls. Call the client back as soon as possible, and if necessary rearrange your schedule to meet them before they lose their excitement to buy a lighting system. If you push back meeting with a client, their excitement can die down and the chances of a sale start to diminish.

 

     When scheduling an appointment, be sure to block out plenty of time for the consultation. This allows you to be on time, which tells the customer that you are serious and professional, in addition to giving you a chance to view the property before meeting with the client. If you get there early and take notes, you have a much better chance of creating the best design which will give you a better chance to get the sale.

 

     When arriving at an appointment, the customer will ask if you want to talk inside the house or if you want to walk around the property. I would recommend going inside the house because it gives you a chance to meet them and gives them time to tell you what they are interested in. This allows you to listen to their lighting needs. A lot can be discussed during this time; budget, warranty, transformers, fixtures, CAD Drawings, controls, why Nightscaping®, portfolio, installation availability, lamp life, etc.  

 

    These 15 to 30 minutes with the customer need to be professional, since first impressions are lasting. Be sure to dress well for the occasion. Make sure during this time that you show your well updated portfolio. Showing a few fixtures during this time will let the homeowner know that Nightscaping® makes only the best lighting fixtures. Bill Locklin always says, "lighting is perceived to be expensive...don't disappoint the customer."  One thing I learned at a Nightscaping® University, which I've found to be mostly true, is always show the lady of the house the copper fixtures because women seem to love copper and usually have the final say. Another tip is never give the customer a catalog of fixtures since you are the expert and this will only prolong the decision making process.  

 

    After visiting with the customer inside their home, it's time for everyone to go outside. Listen to their needs first and then suggest a few of your own ideas. Allowing the customer to get involved will show them they are important, but now it's your turn to educate the customer and to sell yourself with design. After you and your customer design the lighting, make sure you take good notes on the number of fixtures, color of fixtures, how much wire, and where the transformer will be going.

 

     The last thing you need to do is schedule a second appointment within a few days to present the estimate. If you wait until the following week, the chances of selling start to diminish. I would recommend that you personally meet with the customer on the second appointment and never fax, email, snail mail or put the estimate in the front door. Meeting the homeowner face to face the second time will allow you to reinforce everything discussed. Remember, good selling takes practice and practice makes profits.
 
Tim McKay
Regional Sales Manager
Colorado/Utah
303-881-9575
tim@nightscaping.com       
 

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Photo courtesy of Keith Rosser, Landscape Lighting Pro of Utah

Contractor of the Week  Keith Rosser 

 

 Nightscaping® is proud to spotlight Keith Rosser of Landscape Lighting Pro of Utah. Keith Rosser is a good friend who is a Nightscaping® University graduate and a Registered Contractor. Landscape Lighting Pro of Utah was established 3 years ago and Keith has learned landscape lighting design extremely fast. Keith loves to downlight showing as few fixtures as possible. After driving around for a few hours in Salt Lake with Keith one night, I learned very quickly why Landscape Lighting Pro is so successful. Top notch installations and extremely elegant designs. Keith and most of his crew work full time as Firemen in Salt Lake and do lighting on the side. Nightscaping® is pleased to partner with Keith Rosser of Landscape Lighting Pro of Utah. 

Keith Rosser
Landscape Lighting Pro of Utah
11733 S. Oak Manor Dr.
Sandy, UT 84092
801.440.7647
keith@utahlights.com
www.Utahlights.com

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Photo courtesy of Keith Rosser, Landscape Lighting Pro of Utah

System Maintenance

 

One of the key elements of system maintenance is a maintenance agreement. This is a great selling feature when you're proposing the initial project, as it shows your client that you have faith both in the product you're installing and the methods by which you do so.

It's very important to your business to stay in close contact with your client. Thinking of a house job as a one-time shot is wrong thinking, and by doing so you not only hurt your chances for further work with the client, you also lose the sense of continual service and care that clients love (which generates referrals and repeat work).

If you have the motto, Once a client, always a client--meaning that your jobs are never really "closed," you'll do much better. There will invariably be other tasks here and there your clients will think of for you--from wiring beach-house lighting to doing the outside of their businesses.

Generally speaking, there are two types of home maintenance agreements: annual and semi-annual.

If this is a project for which you didn't do the original installation, you cannot issue a maintenance contract until you have done a complete and thorough update of all wiring installations and features.  

Maintenance is necessary to check and refresh the physical condition of the fixtures and wiring. There are many elements of a complete maintenance visit, the most important of which are the following:

-- Clean all lenses.

--Clean and apply the appropriate wax to all fixtures.

--Make sure fixtures are physically intact.

--Tighten loose components.

--Replace broken or missing components.

--Clean and remove debris, bugs, and soil.

--Make sure all sockets are clean and intact. Apply a little LPS (greaseless lubricant) or even replace when necessary.

--Inspect any exposed wiring and rebury in a proper trench. Exposed ground wiring should be checked carefully for damage.

--Check wiring running up structures and trees. Wires may need to be loosened from its original fasteners and remounted.

--There are many different methods to connect wires to trees--each contractor finds his/her own preference. Adjustments will continually be made to accommodate tree growth.

 Photo courtesy of Keith Rosser, Landscape Lighting Pro of Utah

 Why Light? 

 

This questionnaire will help you focus on many of the details you must keep in mind when preparing your lighting plan. Add additional questions which will help you determine the best way to approach your installation.

• What is the focal point in the landscape?

 

• What items or plants are special?

 

• What features of the landscape do you wish to enhance? (Plantings, pavings, architectural elements, fences, decks, sculptures, walls, etc.)

 

• What specific requests do you have with regard to lighting needs?

 

• What features should be de-emphasized at night? (Tool sheds, dog runs, trash barrels, etc.)?

 

• What was the architect of the buildings and grounds trying to achieve?

 

• What outdoor activities will you pursue at night? Where? How much light is required?

 

• What moods do you want lighting to create?

 

• What effect do you want the lighting to have on guests?

 

• What parts of the property could be dangerous at night? (Steps, changes in grades, retaining walls, water elements, paths, low overhangs, and whatever else might present a safety problem.)

 

• How can security be strengthened?

 

• Are there any dark areas such as deep shadows near garages or entries that need special attention?

 

• Is 120-volt power available where needed? (If not, have it installed and inspected BEFORE you begin your installation.)

 

• Where are the outside weather-proof receptacles and interior switches located?

 

• Are there any obstacles requiring special work? How will you overcome them? (Such as reaching the other side of a cement walkway or driveway, which may require cutting or drilling.)

 

• Do you have ALL the necessary paperwork, installation tools, Powercenters^(TM), fixtures, accessories, spare lamps, etc., you need to complete the job efficiently and professionally?

 

 

IMPORTANT NOTE:You can easily knock yourself out of a lighting project by "over-designing" - resulting in a "too expensive" system or "under-designing" - proving to the client that you may not be the professional you claim to be. Always ask - "WHY LIGHT" and tailor your design to the physical lighting needs and financial parameters. 

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